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Corning Incorporated Business Development Manager, Strategy & Technology; Remote- Boston, Mid Atlantic or San Francisco in Massachusetts, Massachusetts

Business Development Manager, Strategy & Technology; Remote- Boston, Mid Atlantic or San Francisco

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Date: Jun 29, 2020

Location: Massachusetts, MA, USNew Jersey, NJ, USDelaware, DE, USNew Hampshire, NH, USMaryland, MD, USCalifornia, CA, USDC, USPennsylvania, PA, USRI, USConnecticut, CT, USNew York, NY, USVermont, VT, US

Company: Corning

Requisition Number: 41324

Corning is one of the world’s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise inspecialty glass, ceramics, and optical physics to develop products that have created new industries and transformed people’s lives.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.

As a leading developer, manufacturer, and global supplier of scientific laboratory products for 100 years, Corning’s Life Sciences segment collaborates with researchers seeking new approaches to increase efficiencies, reduce costs and compress timelines in the drug discovery process. Using unique expertise in the fields of materials science, surface science, optics, biochemistry and biology, the segment provides innovative solutions that improve productivity and enable breakthrough discoveries.

Scope of Position:

As a Business Development Manager, you will report directly into the Global Business Development Director and ultimately into the Vice President for Strategy & Technology. As a member of the deal-making team, you will bring a combination of analytical rigor, strong negotiation skills, and strategic thinking to a group focused on accelerating the growth of our differentiated products through executive-level sales engagement. You will work across our Life Sciences Market Access Platform and will be identifying, investigating, developing, evaluating, quoting, and closing large scale, technology-driven business opportunities.

Areas of focus are Cell and Gene therapy workflow, Bioproduction area, and pharmaceutical/CMO fill/finish with Valor® Glass. We look for you to develop strong consultative relationships with C- and VP- level leadership at target accounts, with key mid-level end-users /owners and technology thought leaders in focused workflows, and with strategic and multi-site account purchasing decision-makers. The BDM top-down selling approach is conducted in partnership with the CLS commercial field and leadership teams.

Day to Day Responsibilities:

  • The main responsibility of this role will be to drive large opportunity revenue and influence and educate key decision-makers on the core product focus areas: Bulk Serum, HYPER technology, Innovative New Products, and Valor Glass.

  • Territory mapping of top account senior leadership to target and deploy strategic account plans.

  • Foster senior leadership relationships with these large customers.

  • Partner with CLS field selling team and business operations to identify the correct decision-makers, identify key decision drivers, and present compelling business proposals and commercial agreements.

  • Pipeline and opportunity development and tracking across these key areas.

  • Coordinate with Sales and Business Operations to ensure awareness of upcoming projects, opportunities, and/or changes in overall customer needs and trends.

  • Provide timely and detailed documentation in advance and downstream of meetings and site visits, generally staying focused on and disseminating critical information flow, and high-level messaging, as applicable.

  • Conduct research and analysis of market/project opportunities consistent with Strategy.

  • Participate in strategic planning processes driven by CLS Strategy management.

  • Work closely with the internal team to inform on-market conditions, industry trends, and competitive intelligence.

  • Attend trade shows and industry conferences.

Travel Requirements:

  • Up to 50% domestic.

  • Limited international.

Hours of work/work schedule/flex-time:

  • Standard business hours, Monday – Friday.

Required Education:

  • Bachelor’s degree in Life Sciences.

Required Years and Area of Experience:

  • Minimum 8+ years of management experience in business development, marketing, or sales in the Life Sciences industry.

Required Skills:

  • Experience with executive-level selling required.

  • Strong understanding of discovery, clinical and commercial drug development processes, and timelines.

  • Ability to think strategically and develop business from lead to close.

  • Experience in large and multi-year deal structuring, legal contract terminology, and strong negotiation skills.

  • Strong business opportunity assessment and financial analysis skills.

  • Ability to work with cross-functional and global teams

  • Understanding of product development process; ability to drive new product evaluation and insertion as the commercial lead face to the client.

Desired Experience / Qualifications / Skills:

  • Master's or Ph.D. degree preferred

  • Experience working with or selling fetal bovine serum to biologics production clients.

  • Understanding of Cell and Gene therapy scientific applications, drug development, and manufacturing.

  • Experience working with viral vector process development and manufacturing groups. Experience selling to Pharmaceutical and CMO fill & finish groups and CMC touchpoints.

Soft Skills:

  • Ability to make critical decisions, calculated risk-taker.

  • Strong presentation skills to senior-level executives.

  • Strong teamwork and work ethic with a passion to deliver results.

  • Strong social skills, teamwork, maturity, good judgment, and capable of communicating with a diverse range of individuals.

  • Client-centric, strong industry relations, and connections Stellar networking skills

This position does not support immigration sponsorship.

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, or veteran status or any other legally protected status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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